Unlocking success in the economy beer market
A large beer manufacturer was interested in gaining a share of the economy beer segment among its competitors. The challenge they faced was getting their Distributor Sales Representatives (DSR) to focus on off-premise retail activity by setting up displays in retail locations.
Results
Because of the successful adoption of the program by sales reps, the company saw a return on investment (ROI) of 4:1.
Industry
Consumer goods and services
Manufacturing
Problem space
Sales team motivation
Services
Branded merchandise
Rewards marketplace
Raise the bar
A large beer manufacturer was interested in gaining a share of the economy beer segment among its competitors. The challenge they faced was getting their DSRs to focus on off-premise retail activity by setting up displays in retail locations.
Motivate with rewards
DSRs were tasked with submitting a display claim via their support incentive platform that we created. The claim included the account, the number of cases, the location, and an image. In return, the DSR was rewarded with KEYCA$H based on the case count in each display. The incentive platform became a merchandise redemption tool where we created exclusive merchandise available only to participating distributors.
Crack open success
DSRs embraced this program, submitting hundreds of thousands of claims and increasing the manufacturer’s gross margin per case. The number of cases sold doubled, and the manufacturer’s ROI was 4:1.
